cómo ganar licitaciones y contratos financiados por bancos multilaterales
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© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 1
EMILIO BUNGE, Managing Director
WINNING MULTILATERAL DEVELOPMENT BANKS
(MDB) CONTRACTS IN THE RAILROAD SECTOR
NOVEMBER 2015
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 2
Why the MDBs?
How do you do business with the MDBs?
Why DFI?
OVERVIEW
What is the procurement process?
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 3
ANNUAL OPERATIONS OF KEY MDBS
$100B+ / yrGlobal Funding Across
Sectors
• Transport• Infrastructure• Energy (RE / EE)• Disaster Management• Trade & Competitiveness
• ICT• Climate Change• Water• Urban / Rural Dev.• Agriculture
• Governance• Social Protection• Fiscal Management• Health• Education
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 4
30 PROJECTS / $6.5B MDB RAIL INFRASTRUCTURE FUNDING:
WB, EBRD, IDB (2012-PIPELINE)
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 5
30 PROJECTS / $6.5B MDB RAIL INFRASTRUCTURE FUNDING:
WB, EBRD, IDB (2012-PIPELINE)
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 6
Programed, Budgeted, Replicable
Set De facto Government
Standard
International Procurement
Standards
Shared Objective
Meaningful, Game-
changing Challenges
Access to regional / in-country
stakeholders
BENEFITS OF DOING BUSINESS WITH THE MDBS
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 7
OVERVIEW
Why the MDBs?
How do you do business with the MDBs?
Why DFI?
What is the procurement process?
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 8
Public Private Partnerships
Jobs
Gender
Fragility, Conflict,& Violence
Climate Change
25 Executive Directors
President: Jim Yong Kim
Board of Governors(188 Member Countries)
General Counsel
CFO
Chief Economist
COO & MD
RegionsEurope & Central Asia
AfricaMENA
LatAm & CaribbeanSouth Asia
East Asia & Pacific
Country TeamTask Team Leader
EconomistSector Specialist
Consultants
Field Offices
Transport & ICT
Global Practices (14)
ED: Jose Alejandro Rojas Ramirez (Venezuela)Sr. Advisor: Beatriz de Guindos (Spain)
Advisor: Carlos Tortola (Spain)
Fiscal Management
Energy & Extractives
Water
Finance & Markets
Urban, Rural, & Social Dev.
Governance
ENGAGING WITH THE WORLD BANK
Special Envoy CC
Social Protection & Labor
Education
Health, Nutrition, & Pop.
Trade & Competitiveness
Poverty
Agriculture
Environment & Natural Res.
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 9
CountryPartnership
Strategy Identification
Preparation
Appraisal, Negotiation,
Approval
Implementation
Evaluation
WORLD BANK PROJECT CYCLE: HOW AND WHEN TO ENGAGE
Project Cycle
There is opportunity throughout the Country Partnership Strategy and Project Cycle
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 10
INVESTMENT PROJECT CYCLE
Expression of Interest (ICB)EOI due 15 June, 2010
Supply of 26 Trains / 6 Cars Each
MetrÔ de Sao Paulo (CPTM)
State of São Paulo
Contract Awarded ($382.59M)12 July 2011
Construcciones y Auxiliar de Ferrocarriles (CAF)
Brazil: Sao Paulo Metro Line 5 Project (WB, IDB)
Fun
ds
MDB
Gov’t
Tenders
Contract
Flow of Funds – Public Sector
PIU
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 11
PEOPLE TO MEET IN MDBS & GOVERNMENT
MDB HQMDB in the
Field
Project Implementation
Unit
• Task Team Leaders / Project Officers*
• Country Program Coordinators
• Thematic Groups
• Procurement Office
• Investment Officer (IFC)
• Task Team Leaders / Project Officers*
• Country Directors*
• Procurement Officer
• Project Director
• Procurement
• Legal
• Technical
• Sector Expert
* Can either be at HQ or field
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 12
• Project Information Document (PID)
• Project Appraisal Document (PAD)
• Procurement Plan
• Loan Agreement
• Monthly Operational Strategy
Project
• Country Partnership Strategy (CPS)
• Sector Policy Papers
• WB ICT Strategy
• Energy Strategy
• Transport…
Strategy/Policy Papers
• Procurement Guidelines
• Standard Bidding Documents
• General Procurement Notice (GPN)
• Specific Procurement Notice (SPN)
Procurement
KEY DOCUMENTS TO REVIEW
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 13
OVERVIEW
Why the MDBs?
How do you do business with the MDBs?
Why DFI?
What is the procurement process?
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 14
KEY BIDDING STRATEGIES
Submit Bid
StakeholderRelations
Partners
DFI Support
Competitor
• Build relationships
• Understand procurement rules
• Train partners
• Know competition
• Leverage DFI for support
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 15
International Competitive Bidding
National Competitive Bidding
• Limited International Bidding
• Shopping
• Direct Contract
• Force Account
TYPES OF MDB PROCUREMENTGoods, Works, Consulting / Non-Consulting Services
Other
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 16
Procurement of Goods, Works, and Non-Consulting ServicesUnder IBRD Loans and IDA Credits & Grants By World Bank Borrowers
Selection and Employment of Consultants Under IBRD Loans and IDA Credits & GrantsBy World Bank Borrowers
Standard Bidding Documents
Guidelines
THE RULE BOOKS – THE WORLD BANK
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 17
General Procurement
You
Outlines the general areas of expected procurement
First published when project is approved, then annually
Published in UN’s Development Business or dgMarket
Meet customer
© 2014 Development Finance International, Inc. All rights reserved. Confidential 17
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 18
SAMPLE WB GENERAL PROCUREMENT NOTICE (GPN):
TANZANIA – TANZANIA INTERMODAL AND RAIL PROJECT (TIRP)
Total Project Cost / Total WB Loan: $300MPIU: Reli Assets Holding Company (RAHCO) Approval Date: 24 April 2014Closing Date: 31 July 2019
• Component A: Improvement of Rail Infrastructure ($232.5M)– Rehab, upgrade, and maintenance of railway track, 970km– Rehab of weak bridges to increase capacity to minimum of 11 tons/axle load
• Component B: Rolling Stock ($19.3M)– Purchase of 3 new locomotives – Purchase of wagons and civil engineering rolling stock
• Component C: Development Isaka Terminal and Dar Port Platform ($15.3M)– Design and civil works to construct rail exchanges
• Component D: Institutional Strengthening and Capacity Building / Consulting ($32.9M)– Capacity Strengthening of Tanzania Railway Ltd (TRL)
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 19
Specific Procurement
Advertisement for specific tender of goods or services
Published in UN’s Development Business online or dgMarket
Buy/review bid docs and alert concerns ASAP
Attend pre-bid conference and ask for clarifications
Prepare responsive bid© 2014 Development Finance International, Inc. All rights reserved. Confidential 19
You
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 20
SAMPLE WB SPECIFIC PROCUREMENT NOTICE (SPN) FOR GOODS:
MEXICO – URBAN TRANSPORT TRANSFORMATION PROJECT
Total Project Cost: $2.7B
Total WB Loan: $150M
GoM: $2.29B
Carbon Fund: $50M
Clean Technology Fund: $200M
PIU: Banco Nacional de Obras y Servicios Publicos
Goods: Acquisition of 12 Trains. Deadline 6 Nov 2015.
1. Supply of 12 electric units / 2 cars per unit (Light Rail, 750 Vdc and 1435 mm standard gauge type)
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 21
SAMPLE EBRD EXPRESSION OF INTEREST (EOI) FOR CONSULTANTS:
UKRAINE – KHARKIV METRO EXPANSION PROJECT
Total Project Cost: EUR 350M
Total EBRD Loan: EUR 175M
Total EIB Loan: EUR 175M
PIU: Kharkiv Metro Company
Consulting Services: Feasibility Study for €350M rail project (€500K, 7 months). Deadline 17 Feb 2015.
1. Detail route alignment and prepare ridership demand forecast
2. Prepare detailed costing for high-quality metro extension investment capable of meeting forecast demands
3. Analyze project barriers and risks such as expropriation, construction
4. Prepare full cost / benefit analysis to inform decision making of banks
5. Prepare environmental and social due diligence
6. Prepare pre-qualification and full tender documents
Evaluation Criteria
• Previous Experience in Engineering, Transport, Urban Rail: 35%
• Experience in Ukraine / Neighboring Countries: 15%
• CVs of Key Experts with Relevant Experience: 50%
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 22
In addition to price…
1 Payment Schedule
2 Delivery Time
3 Operating Costs
6 References
7 Team Member Bios / CVs
8Related Training, Safety and Environmental Factors
EVALUATION CRITERIA
4Efficiency and Compatibility of Equipment 9 Financial Strength of Bidder
5Availability of Serviceand Spare Parts
10 Methodology & Work Plan
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 23
BIDDING: WHAT TO DO AND WHEN
Before Bid Deadline
• Buy and review tender document immediately
• Attend pre-bid conference and raise any concerns
At Bid Opening
• Be on time and vigilant
• Document discrepancies at bid opening
• Consider spotlight letter
During Evaluation
• Diligent local monitoring
• Document deficiencies, lodge concerns and seek support
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 24
PROCUREMENT TIPS
Criteria Change: Express in monetary terms
The MDB is NOT a party to the contract
Joint Ventures• Firms may form joint ventures, provide joint and several liability
• Joint ventures may not be mandatory
• Bid securities must be in the name of the JV and each JV partner must be named
Clarification Questions• Negotiate tender requirements
• Ask – Don’t assume
• Crafting questions is an art
• Use questions strategically
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 25
Why the MDBs?
How do you do business with the MDBs?
Why DFI?
OVERVIEW
What is the procurement process?
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 26
Evaluation
& Strategy
Assessment
Partner
Build Out
Project
PursuitFinancing
Tender
Support
Client readiness
Financing options
Customized strategy
Client-addressable
Project pipeline
Pursuit & capture strategy
Position client
Meet key project stakeholders
Engage on next steps
Level the playing field
Step-by-step support
Clarification documentation
Escalation as needed
Identify sources
Docs preparation & submission
Negotiation / closing support
Identify prospective partners
Vet potential partners
Strengths and weaknesses
DFI APPROACH
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 27
Step 2World Bank, IDB, and ADB on-going and proposed client addressable
400 Projects
Step 3Filter and Refine: Intel and detailed next steps
40
18
7
Step 1World Bank, IDB, and ADBPotential
EXAMPLE CLIENT-ADDRESSABLE ASSESSMENT
PROJECT FILTERS
$10M
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 28
Sale and closure
Pre-Tender TenderPost
Tender
RFP
Pre-RFP development activity
EstimateAddressable, Case studies, References
Influence mapping and engagement
Formal conversion to opportunity
MDB CAPTURE STRATEGYProactive positioning to build market and capture sales
Pre-pipeline : DFI / Client country planning
DFI
Client
Company review
Target countries
Capabilities Assessment
Prioritization
Project assessment
Develop references
Qualify via executing agency / PIU
Validate scope, timing
Engage stakeholders
Share expertise
Identify partners
Stakeholder mapping,
Meet stakeholders, BBL at MDBs
Procurement
Advocacy
Introduce consultants
Build relationships
Assess competition
Work w/ consultant
Bid consortium
Tracking tenders
Monitor Project
Support bid process
Post award analysis
Monitor specs
Responsive bid
Escalate irregularities
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 29
DC Stakeholder
Bangladesh Embassy in
Washington, DC
Ambassador (Akramul Qader)
Commerce Counselor
(Shafiqul Islam)
In Country Stakeholder
WORLD BANK
WB Bangladesh Modern Food Storage Facilities
Project ($290M)
Task Team LeaderMasood Ahmad
Bangladesh Ministry of FoodMinister (Muhammad Abdur Razzaque)Director General (Ahmed Hossain Khan)
Bangladesh Country Program CoordinatorJohannes Widmann
Bangladesh Country Director
Johannes Zutt
Alternate US Executive Director
Sara Aviel
Executive Director for Bangladesh
Mukesh N. Prasad
Commercial Advisor to US EDScott Bozek
US Embassy in Dhaka
Ambassador (Dan. W. Mozena)
Commercial Officer (Etienne LeBailly)
STAKEHOLDER INFLUENCE MAPAccelerate existing proposals through advocacy
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 30
IFC PROJECT SUBMISSION AND REVIEW
EligibilitySubmit Concept
•Project description, business and financial plan
•Corporate profile
•Feasibility and environmental studies
•Government support & regulations
Evaluate Proposal
•Early review and appraisal (due diligence)
• Investment review
•Negotiations
•Public notification
•Board review, approval and commitment
•Disbursement of funds
•M&E and Closing
• Developing country (IFC member)
• Technically, financially, environmentally, socially sound
• Benefit local economy
• Project description, business and financial plan
• Corporate profile
• Feasibility and environmental studies
• Government support & regulations
• Early review and appraisal (due diligence)
• Investment review
• Negotiations
• Public notification
• Board review, approval and commitment
• Disbursement of funds
• M&E and Closing
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 31
MARKET ENTRY & PARTNER IDENTIFICATIONExample: Global Commercial Build-Out for Renewable Energy Company
• 2 Regional Offices
Added (LAC & EMEA)
• 20 Partners
Appointed
• $200M Vetted
pipeline
• $25M Closed
Business
• 500 Intro’d
stakeholders
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 32
SUCCESS STORY: GLOBAL ENGINEERING SERVICES FIRM
• PIU was to disqualify client due to inadequate references, and cancel tender for re-issue
• Client suspected reason was to re-bid for lower prices
Challenge
• Raised concerns over rationale for disqualification under WB guidelines
• Requested reconsideration of bid DFI Solution
• Successfully protected client bid, resulting in €2.5M contract Outcomes
Procurement Bid Disqualification: €2.5M Thermal Power Plant Rehabilitation in Bosnia Herzegovina
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 33
BOTTOM LINE
Substantial opportunity to “sell to” and “sell through”
Dedicated resources
Focus: projects & countries
12+ months for wins
SPRI/DFI are here to help you!
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 34
• 22 years success
• 60 – 100X ROI for product clients
• 15 – 30X ROI for consulting clients
• DFI integrated into Sales, MARCOM, Finance, Gov’t Affairs, Strategy, and Channel Management, and
DFI TRACK RECORD
$2B+ BUSINESS CLOSED
Business Won
Partnerships Facilitated
Both Strategic Partner
DFI Office
34
22 YEARS, GLOBAL SUCCESS
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 35
Clients
NetworksAfrican Development
Bank
Confederation of Indian Industry
REPRESENTATIVE DFI CLIENTS & NETWORKS
© 2015 Development Finance International, Inc.TM All rights reserved. Confidential. 36
Global Headquarters7201 Wisconsin AvenueSuite 505Bethesda, MD 20814 United States1 301 986 1226
Asia Regional Office11/F Net One CenterBonifacio Global CityTaguig, Metro Manila 1634 Philippines632 818 1156
India Office9th Floor Spaze i-Tech ParkTower-A1, Sector-49Sohna Road, Gurgaon-122018India 91 124 676 8688
www.dfintl.com
Africa Regional Office6th Floor, Wing AWestend TowersWaiyaki Way, NairobiKenya254 20 421 4206
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